A successful corporate strategy must include sustainable growth targets. In this context, internationalization with the aim of expanding the company’s global footprint is an indispensable strategy component and growth guarantor.
The FMC Group supports you in reviewing your internationalization readiness and capability. We show you the right way to master new market entries successfully to exploit additional growth potential.
In our view, the following steps are essential for a successful internationalization strategy. With our many years of practical experience, we can advise and accompany you in these steps:
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Mr. Hans Sondermann
Partner
As a rule, the business models applicable to your core markets cannot be transferred 1:1 to a new target market but require adaptation to the local conditions in the new target country, which is the subject of the third module:
Based on the results of the market analysis of the target country as well as the SWOT analysis (evaluation of strengths, weaknesses, threats and opportunities) regarding the marketing of your product and service offering, we create an adapted business model tailored to your company.
The FMC Group uses the “CANVAS Business Model” as its methodology. It is easy to understand and offers a holistic approach in the consideration of all relevant aspects of a business model as well as their interconnections.
We provide you with answers to the following 9 building blocks:
Value proposition
Defining the products and services and the added value they contain that are geared to the needs of customers in the target market and positively differentiate them from the offerings of competitors.
Customer segments
Determine key strategic customers, customer segments and industries, that hold out the prospect of the greatest realizable sales potential.
Customer relations
Description of customer relationships, how the company interacts with its customers in the target market and what relationships it builds with them to satisfy their expectations and needs.
Distribution channels
From this perspective, we provide recommendations for determining the communication and distribution channels for how the company sells its products or services to customers. Examples include online stores, retail stores, distribution partners or direct sales.
Revenue sources
This module describes how the company generates sales and earnings in the target market. Examples include selling products, selling service contracts, charging licenses/fees, selling consulting, etc.
Key Resources
This element describes which key resources are required and, if necessary, need to be built up so that the company can implement its business model in the target market and fulfill its value proposition to the customer. Examples include employees, capital, IT and technology partnerships.
Key activities
Description of all activities that the company must perform in order to implement its business model. Examples are production, marketing, sales or customer service.
Key partner
In this module, it is important to determine which partners the company needs to operate its business. These can include, for example, suppliers, sales partners or technology providers.
Cost structure
Here, all costs incurred to realize the business model are compiled and estimated, e.g. employee costs, production costs, marketing costs or operating costs.
Together with the revenue sources block, profitability calculations can be derived.
Based on our market analyses, we provide decision recommendations,
The success of your market entry depends crucially on qualified employees and well-functioning processes, especially in the start-up phase of your presence in the target market. With our long industry and market experience as well as our local networks, we offer our clients support on an ad hoc project basis for their specific local requirements.
Hiring of local employees without own local company
Search and selection of qualified employees
Choice of the appropriate legal form and official registration
Based on the results of the market analyses, we suggest suitable locations for your start-up and assist in the search/selection/purchase/lease of office buildings, warehouse space, etc.
Auditing and selection of suitable distribution partners, logistics service providers, suppliers, marketing agencies, etc.
Financial management, accounting, payroll, etc.
Assistance with contract law, labor law, commercial law, etc.
For a detailed and specific description of these on-site support activities, please refer to the comprehensive FMC Group Service Offerings.
A successful start in a new market demands a high level of adaptability to a foreign work and business relationship culture from the employees involved and from the organization. The ultimate goal of our “Organization and People Development” module is to create a locally effective and high-performing organization that can adapt to changes in the external environment while maintaining a positive work culture and sustainably maximizing employee engagement and productivity.
With our local expertise, we help you analyze the current organizational structure and culture, both locally and at the interface to the supporting headquarters organization, identify weaknesses and opportunities for improvement, plan changes, and implement corresponding measures.
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